Lead sources and contact lists

Lead spend is usually a shop's biggest cost after payroll. Unless every lead carries its source and every source carries its cost, you cannot tell which vendor's leads actually fund. The Lead source ROI report under Reports only works with this data.

Vendor A: 200 live transfers × $45 = $9,000
Funded from Vendor A this month   = 6 deals
Lead cost per funded deal         = $9,000 ÷ 6 = $1,500

1. 1Open Settings → Lead sources and click Add source.
2. 2Give it a Name that says what and who, for example "Live transfers (Vendor A)".
3. 3Pick the Type: Web form, Live transfer, UCC list, Aged lead, Mailer, Referral, Renewal, Lender referral, Import or Other.
4. 4If you buy from a vendor, pick it under Lead vendor (a company of type Lead vendor in Companies) or type a Vendor name.
5. 5Choose the Cost model (Per lead, Per transfer, Flat fee or Free) and the cost.
6. 6Leave Active on and click Add source.

Pick the source on every lead you add and in every import (Lead source in the import options). The table shows how many leads each source has.

Owners, managers and agents can add and edit sources; only owners and managers can delete one.

Settings → Lists holds named groups of leads or merchants. A list is either static (records you picked by hand) or dynamic (a saved filter, so new matches join automatically). Lists of merchants use each merchant's primary contact.

1. 1To build a dynamic list, filter the Leads or Merchants table the way you want and click Save as list, or click New list in Settings → Lists, choose Dynamic (saved filter) and set the filter there.
2. 2To build a static list, create it with Static (picked records), then select rows on the Leads or Merchants table and choose Add to list.
3. 3Click a list to see its Records, how many have an email, and the first recipients. Records that cannot be emailed (for example, unsubscribed) are flagged.

Lists need the email management permission, which owners and managers have.